Title:  Associate Director, Commercial Excellence & Business Analytics

Driven by a bold pursuit of science and fueled by an unwavering commitment to patients, Sun Pharma is a leading global pharmaceutical company, providing high-quality medicines trusted by healthcare professionals and patients.

As part of our mission to Reach People and Touch Lives, we deliver Innovative Medicines, Generics and Consumer Healthcare products that improve the lives of millions of people. With a broadly diversified portfolio of products that span multiple therapeutic areas, we improve access to effective, affordable treatments that promote better health and well-being. 

Job purpose

The Associate Director of Commercial Excellence & Business Analytics is a strategic enabler of commercial success, responsible for optimizing sales processes, tools, and capabilities to maximize productivity and performance across the organization. This role ensures that the sales teams are equipped with best-in-class systems, actionable insights, and operational support, allowing Sales Managers to focus on strategic coaching, customer engagement, and revenue growth.

As a key member of the Sales Leadership Team, the Associate Director collaborates with Business Analysts, Sales Managers, and cross-functional partners in Marketing, Finance, Supply Chain, and IT to translate data-driven insights into measurable business outcomes. The role drives operational excellence, fosters a culture of innovation, continuous improvement, and supports the execution of strategic initiatives that enhance competitiveness and market share.

Duties and responsibilities

Sales Process Optimization

• Design, document, and continuously refine end-to-end sales processes to ensure consistency, scalability, and efficiency.
• Map the end-to-end sales journey, identify friction points, and implement process improvements to streamline execution.
• Align sales processes with CRM systems and reporting frameworks, ensuring accurate forecasting and opportunity management.
• Develop governance standards for process compliance and monitor adherence across regions to improve win rates.

Sales Tools & Systems Enablement

• Act as the subject matter expert and internal champion for all sales technology platforms (CRM, BI dashboards, trade spend tools, digital enablement solutions).
• Lead onboarding, training, and ongoing education for sales tools to ensure high adoption and effective use.
• Partner with IT and vendors to enhance functionality and resolve system-related issues.
• Develop and maintain process playbooks, quick-reference guides, and tool documentation.
• Monitor utilization, analyze adoption trends, and implement improvements to drive initiatives to improve adoption and effectiveness.

Patient Support Program Analytics

• Lead all analytics related to Patient Support Programs, including enrollment, adherence, persistence, and fulfillment.
• Analyze the patient journey to identify barriers, drop-off points, and opportunities to increase initiation, retention, and therapy continuation.
• Partner with PSP Operations, Medical, and Market Access to optimize program design and performance.
• Support PSP forecasting for patient volumes, staffing needs, and resource planning.
• Provide insights into payer coverage impact, reimbursement outcomes, and time-to-therapy metrics.

Sales Capability Development

• Own the design and delivery of enablement programs focused on process execution, data-driven selling, and operational excellence
• Remove administrative burden from frontline Sales Managers by leading all tool and process-related training.
• Collaborate with Sales Managers to identify skill gaps and implement targeted improvement plans
• Deliver in-field and virtual coaching to reinforce adoption and drive continuous improvement, supported by targeted refresher sessions and digital learning modules.

         Performance Measurement & Collaboration

• Partner with Business Analysts to convert data insights into actionable strategies that improve sales productivity.
• Develop and maintain performance dashboards, KPIs, and scorecards for leadership visibility
• Support quarterly business reviews and planning cycles with data-driven recommendations
• Collaborate with Finance and Marketing to ensure alignment of metrics, reporting standards, and growth initiatives
• Support key commercial projects, including CRM optimization, sales process transformation, and digital enablement.

          Change Management & Continuous Improvement

• Lead communication, training, and adoption strategies for new tools, processes, and organizational changes.
• Champion a culture of accountability, agility, and continuous improvement within the sales organization.
• Serve as the primary point of contact for process or system changes impacting commercial teams.

       Strategic and Cross Functional Initiatives

• Drive CRM optimization projects and digital transformation initiatives to enhance customer engagement and sales effectiveness.
• Support trade spend management and promotional effectiveness through data-driven insights and process improvements
• Partner with Supply Chain and Finance on demand planning and forecasting accuracy.
• Contribute to strategic planning for territory alignment, incentive design, and resource allocation.
• Lead special projects such as AI-driven sales enablement, predictive analytics, and automation of manual workflows.

Knowledge, Skills and Abilities

• Deep understanding of sales processes, CRM systems (Salesforce/Dynamics), and BI tools (Qlik, Power BI)
• Expertise in process design, change management, and operational excellence
• Strong analytical skills with ability to translate insights into practical actions
• Excellent project management and facilitation capabilities
• Influential communicator with strong stakeholder management skills.
• Bilingual (English/French) preferred for national scope.
• Highly collaborative with a continuous-improvement mindset.

Additional responsibility (Only applicable to customer facing roles)

Report any adverse event received from customers for company products to the pharmacovigilance department / Drug Safety on the same day or within 1 business day

Qualifications

• Bachelor’s degree in Business, Commerce, or related field preferred
• 8–10 years of experience in Pharmaceutical Commercial Operations, Commercial Excellence & Effectiveness within a B2B environment is required.
• Proven record of driving measurable improvements in sales productivity and process adoption.
• Experience working cross-functionally with Sales, Marketing, Finance, and IT teams.
• Ability to travel and valid driver’s license in good standing

Working conditions

• Office, hybrid and in-field as required.
• Some travel required for in-field coaching, training, and regional meetings.

Physical requirements

Hybrid role

This posting is for an existing vacancy.

The presently-anticipated base compensation pay range for this position is $133,500 to $163,000. Actual base compensation may vary based on a number of factors, including but not limited to geographical location and experience. In addition, this position is part of the Annual Performance Bonus Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; RRSP savings plan; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.

The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees as assigned to this job. Nothing herein shall preclude the employer from changing these duties from time to time and assigning comparable duties or other duties commensurate with the experience and background of the incumbent(s).

We provide equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, ethnic origin, citizenship, ancestry, sex, age, marital status, family status, physical or mental disability, gender identity, gender expression or any other ground protected by applicable human rights legislation.

The Company uses artificial intelligence to screen, assess or select applicants.

Notice to Agency and Search Firm Representatives:   Sun Pharmaceuticals Industries, Inc. (Sun) is not accepting unsolicited resumes from agencies and/or search firms for this job posting.  Resumes submitted to any Sun employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Sun.  No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you.